“If you aren’t in control of your body language, it doesn’t matter how much you’ve prepared for a negotiation. Here are some top tips.

Negotiating successfully is about more than just saying the right thing. Commanding body language is an essential business tactic and has been studied for years–but mastering it can be a challenge. We asked 11 successful entrepreneurs from YEC for their best body-language tips.

1. Mirror Their Actions

Mirroring is when one person adopts another person’s body language, vocal tone, and behavior, which builds rapport. For example, if the prospect is engaged, he or she will lean forward and follow your movements. If that’s not the case and the person is leaning far back and crossing his or her arms, be sure to find a way to bring the person back in and ask what isn’t right.

–Kenny Nguyen, Big Fish Presentations

2. Nod Your Head

I adopted a negotiation trick from President Obama after observing the following: Even when he’s in the middle of a disagreement or being harshly criticized, he nods his head and maintains eye contact. I found that doing the same in negotiations defuses tension and builds alignment, even during contentious conversations.

–Christopher Kelly, Convene

3. Pay Attention to Your Hands

When people are nervous or stressed, it often shows in their hands. When you’re negotiating, make sure your hands project confidence and poise. Fidgeting or clasping your hands tightly together reveals that you’re nervous. The other party can take advantage of that. Try putting your hands just below your chest and put your fingers together when you want to confidently make a point.

–Natalie MacNeil, She Takes on the World

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http://www.inc.com/11-body-language-essentials-for-your-next-negotiation.html 

Contributors: Denali Group
Categories: Industry Articles, SIG U Resource
SRC Type: All Talent Management, Talent Management